Salesperson Selling Research Articles

An Examination of the Relationships between Retail Work Environments, Salesperson Selling Orientation-Customer Orientation and Job Performance

This research examines the relationship between three organizational level constructs and salesperson’s selling orientation-customer orientation (SOCO) in an in-store retail setting. Respondents represent a wide variety of retail firms. A firm’s customer orientation, centralization, and employee perceptions of support from individuals in the organization were significantly related to customer orientation, selling orientation, or both. Firm level customer orientation and perceptions of work environment support were positively related to a salesperson’s degree of customer orientation and negatively related to selling orientation. Centralization was positively related to selling orientation but not to customer orientation. Customer orientation was positively related to performance, while selling orientation was not related.

The influence of task characteristics and job-related characteristics on retail salesperson selling orientation

This study examines the influence of task characteristics and job-related characteristics on the level of customer orientation exhibited by retail salespeople. The task characteristics examined are task variety, task autonomy, task identity and feedback. The job-related characteristics included in the study are job satisfaction, work motivation, organizational commitment, job involvement, role conflict, and supervisor–employee relationship. A survey using a self-administered close-ended questionnaire was conducted on retail salespeople from five major retailers in Singapore. Pearson correlation analysis revealed that the above factors, with the exception of role conflict, have significant influence on the customer orientation of retail salespeople. The six most important predictors of the customer orientation of retail salespeople identified by multiple regression analysis were task identity, organizational commitment, autonomy, education level, job satisfaction, and supervisor–employee relationship.

The influence of salesperson selling behaviors on customer satisfaction with products

Salesperson behavior with respect to selling orientation-customer orientation (SOCO) is shown to influence customer satisfaction with the salesperson, dealer, product and manufacturer in a national sample of new car purchasers. The influence of selling behaviors on product satisfaction has significant implications for manufacturers in their efforts to enhance market acceptance. Strategies to enhance product satisfaction via salesperson behaviors are discussed.

An Empirical Investigation of Salespeople's Performance, Effort and Selling Method During A Sales Contest

An Empirical Investigation of Salespeople's Performance, Effort and Selling Method During A Sales Contest

Selling: The Personal Force in Marketing

The Modern Salesperson Selling and the Marketing Effort Setting Objectives: The First Step in Self-Management Territory Management Strategies Developing Account and Call Strategies Understanding the Buyer as an Individual Different Approaches to Selling The Contact Sending Messages Supporting Your Message: Visual Aids and Demonstrations Securing Feedback Adjusting to the Prospect Handling Objections Closing and Post-Sale Activities Different Types of Selling Situations Using the Telephone in Selling The Legal and Ethical Dimensions of Selling Career Management.